The Audible-Ready Sales Podcast
The Audible-Ready Sales Podcast

Episode · 4 years ago

Why the Best Salespeople Demonstrate Vulnerability

ABOUT THIS EPISODE

Casey Jacox, President of Client Strategy & Partnerships at Kforce talks about why the concept of vulnerability can be an asset to a salesperson

Hello, thank you for joining us forthis podcast, I'm Rachel Clepmiller and I'm joined today by CAC J Cox. Casey isthe president of Client Strategy and partnerships at K Force Casey thanksfor joining us. Well, thank you for aving me. This is a very coolopportunity and appreciate you taking the time to talk to me. Casey is aclient and a familiar face to us, but he's also really passionate about salesand getting sales right in an organization I am, and I'm actually aproud for force management customer. But when I think of sales, I think ofauthenticity, I think of people who have a high sense of our urgency. Ithink of people who are service oriented and one of th, the best thingswe got out of our relationship. Wi Force management was the art ofpractice which we weren't doing, which is absolutely ridiculous when Yo thinkabout it- and I think Caplin was the one hat. John Cappan was one that said your customers deserve more andpracticing than your customers is just so disrespectful and so for us. Thosedays are gone, and I can't tell you how exciting it is to be in an environmentnow wer we're practicing, often we're...

...woll playing its a ou part of ourculture. So thanks force management, forthat, well, you're, welcome andpeople know Capa by the last name, he's kind of like share so Gondy HR. Itworks okay, but I think all those are really great points when it comes toreally getting sales right in the organization in Casee. I know that youhave been a K forse for nearly eighteen years now right or to believe yeah, andhe we don't want to Brag on you too much, but I know that you have been oneof the top performers, the top performer at K, force no one sold morein the company's history than you, and that's good for our listeners out thereto know, because you know your stuff, but really your greatest success. Ithink we've had a lot of conversations about. This has really come fromadmitting what you don't know and you have gained a lot of value fromadmitting what you don't know throughout your sales career yeah. Imean, I think I think it goes back to even my days of I'm not trying to bethe albuun to here and talk about your...

...collegient football days, but the daysof playing quarterback and a day or a game Ram we might win. I might have agreat game statistically, but the the tending completions I had my coachBobaldmen who's. Now the offensive Corniar at university, O California, hehe would just drill into us and w a what did you do wrong? Why didn't youknow what rede did you miss and so that the art of always being coachablecreated a a powerful sense of or building me and one of the one of thethree words I love that aren't said enough in business to you guess RachelTell Me Casy. I don't know right, which I mean. I don't know is the answerright, I'm not saying I don't know Raht t user listening, I don't know rightand it's so powerful and sometimes people look at the. You know the phraseof vulnerability as man that that he's weaker she's weak but vulnebilly to mesa strength, because it's if you're, not afraid to say hey man, I don't know andI'd love to learn from Mi and beand Bebebe taught something that I don'tknow because it can. It can inspire a...

...growth culture, it canspire a a better,more team culture fit it can inspire more environment where people aren'tafraid to not know everything which is a great caplanquote. That I love- and Isay often is he says it's okay, not to know it. Just not okay, not to doanything about it, which is so powerful, and I say it often and I make sure Igive hem credit, because it's just such a really really great, really great quit. I think I love it totransition to a quick story on Voreign Blad Okkif. I can yeah go ahead, pleaseso when we were so, some of the companies that might go through yourCommani message, Commond and Salle training is, is awesome. If you do itand and one of those things we have as a te three which is train the trainerand I'm a T, three there's like fifteen of us at Cay forse and we were goingthrough our initial training to become trained. We were in Dallas and I waspart ofthe initial team that kicked off our transformation that felt good aboutit and we were with. I got paired up with Rad Radavilia and we were formercollege quarterbacks he's a college...

...football cochtell on common felt likereviving and we get w. We get to my turn and I'm with Sandy Mar Y, mycolleague and and Andi Thomas Ar from our teams there, and I go into my my delivery of comemount of the message and I do it- reading good lyto languageand regoes well case. I just think I think o did like W. I thought it did.Okay, you know I didn't want to be too confident, but I felt like I knew ithe's like. Let me see you leader, Guid n, the leader guy. Just for thelisteners is a book that kind of goes through th, the speaking notes, so thatwe can make sure we had all the keypoints and you know Ray Hi Ray andJohn encouragees. The highlight highlight miknotes story, transitionpoints and I did but not to the level of detail. I should have and so my handover Tho ray raise like Wele wherer, you speaking Noutso, I'm like wellthere there righthere in front he's like okay, we where's your transitionslide, ter the right there, Hes Sai Casey. I don't see it, you kn. What I've heardabout you is that you're elite and, if I'm being honest, that that performancewas nowhere, nearly it was good and...

I'll pass yea. But what I've heardabout you is that Yeu'r, let and to two there's two nive two paths and thegreat book called the slideedge. If you ever want to read it but path, one is x, you know bad word screw you dude,who are you I'm the best thet KFORS ever seen? Thank God, I'm not that typeof person I loved it and it felt so good to get coached and it felt so goodget called out so fast forward of that night. We are at we get down the day and the team wantto go off for grab a beer grab dinner. I'm, like you know guys. I'm Gona, 'mGongna go back to my room, because I have some things I got to get done andfrom eight thirty until eleven in front of the Mirror, it would have been soembarrassing if the housekeeping came in I'm literally presenting to myselfin the Mer, uncommanded sale, and there was no not a chance, and you know whatthat the next day ray was going to say. I wasn't elite and I was so ready to goand then that morning that's forrd o the woring. Thankfully it went well andRay said: that's what I expect had o yea and just to be able to...

...tell that story to my own internal team.That definitely think I inspired some other folks and there's any topperformers Listeng out there, the one I want piece of advice at Giveyo s alwaysbe coachable and we always can give out every day and the only thing that makesyou good about today is today and tomorrow you gotto go outer an someoneelse's respect, that's great! I love that and I think you, you kind of setit up a little bit there about how this concept of vulnerability ar admittingwhat you don't know relates to salespeople out there. And you knowyour kind of your story talked about how it might relate to a manager orcoach, but this concept also works for your day today, rat totally well,there's three things that come to mind. If you think about the will call hitthe season drap the season Rab goes out on a meeting, a client visit and Heor.She comes back and they the team goes o the manager goes. We had to go killed,it told them everything about our company. Well Great, would you learnhuh? Why told Hem everything about hour, company Whon the end? That's that goesback to whole. You know Commana message s discovery, it's all about discoveringand so...

...being vulnerable to say you know whenyou know you might not know everything on that meaing or you might forget toask someone that meaning it's okay to fall up the cliend say: Hey you, Mrmrmisss customer. I know I really appreciate your time than we spenttalking about topic a, but I I messed up and it forgot to ask youtwo questions hoping to get two more minuths your time or send a Falbem ofit that articulates what you did and IV found over time. custmomrs appreciatethat they appreciate the extra level F detail. More importantly, think aboutthe younger EPS that the three to six month person. This is what thestructure of the vibates Framework Really T. helped me teach others is theyoung wraps are so scared to mess? U They just they're fresh out of schoolthey're intimidated, they don't want to mess up and if they can see seniorfolks proven folks that still show that vulnerability and thehumility to say to get I mess up. I think in again goes back to what I saidearlier. It really can inspire that culture of it's okay to mess up, which is not okay,do nothing about it to Pok Caplin and...

...lastly, the most powerful thing is partof the. In Commandment, sale is medic, which is an Atarom that that you guysobviously taught us around ensuring through opportunity qualifiers, uncover every gap possible and makesure that there's if I'm going to lose a deal, I want to look know what I'mgoing to what or why I'm going to lose early so that I don't get to the end ofthe sales process and I'm surprised by four or five things, because I didn'thave the I had had the the ego to not want totake me to that spot of saying I don't know so. Thosewoul be three three Kepoints at I'd: Sayon why it relates to to sales people yeah medic is a greatway to show some, I say, poke holes N in yourqualification, but also point out the vulnerability of what you think you gotyeah in your pipeline, but I think this s, this concept of vulnerability andwe've touched on it here, but it really can be this a powerful tool inleadership, especially when it comes to giving feedback. For example, when weteach feedback, we always teach the...

...coach to ask for feedback on his areher coaching as well yeah. I love that. I love this. This is something e we'redoing every time. Every meeting I even asked customers I mean: That's, I m notbeing afraid to ask customers in in that the thing you guys taught us youguys being first management, give to take to Giv me two things at it.Great me, two things I could have done differently and when Caplin delivered his two day,presentation to us, which was off the charts good, it was a lead and to hearChelsea or Gen Templeton or Tim Cato. Here that his first thing he said washagine me two things I did great two things that could done or ror that'swhen you see guys like John Who's, so successful. You know he I feel, like hekind of, has the same thought process I'm successful today and he still wantsto get coached, and that mean as a testament to your guys is culture. It'sa testament to everybody. I've met that you guys all have that humble natureabout you that you want to get better.

So you know it's a very, very basic wayto implement it, but just give to take to every meeting and the more that thesenior people adopt it and I think itwill help drave adoption for theyounger Reps Aye, the younger leaders, but the more that they see it happening.I think the more tenefitand valuare going to get out of it yeah it's agreat reminder, give gifts wo take to and as we're talking about humility, Iwant to bring up. This is force managements podcast on the road show,I'm actually sitting in the caforse offices in Seattle, and I walked inyour office and saw a great sign on the door. Why didn't you tell the listener?Sit there yeah so w. We recently moved four months ago and our ministry Ioperation. The team wanted to put my name on the door and I just felt likethat's. I don't that's way too much EGOMANIAC and for those that haveyournames in the office OFM not being disrespectful. I just couldn't do it.So in the spirit of fun, which is a courtvalue of ours, I have the the name Bushwood country club and so those thatare Kadishak fans. There's the theme going office. If I look to the rightthere's someone standing right behind...

Rachel as we speak, it there 's a videocamera. It would be awesome. Foryou to see because Ti web played by Chevy Chase is standing rightin front of me. Six Foot, one cardboard cutout, it's kind of freaking Rachel,all of it, but she's done a good job of Koas. That's right! So so be humble,and you don't need to take it to seriously so casy while we wrap here uphere, what's the bottom line, what's the challenge we for people when itcomes to this concept, we talked about gifts who take to. But what what wouldyou challenge people to do that are listening to this contect? I think Ithink bottom line your senior folks you're, the senior the seniorindividuals in any company. You guys are the ones that set the tone and themore humility, more vulnability they see from you will help drav adoption and there's agreat quote that we got from our commader message: training by RonWillingham, who wrote a book integridy selling for Twenty Fer Centrand. Hesays the art of persuasion is stated as the are persuasion is a paradox, themore we attempt to persuade people the...

...more they tend to resist us, but themore we tempt to understand a great value for them, the more they tend topersuade themselves, and I've said that quote Rachel so many times literally IDan' numerous times every day since we went through commanoe message withforce management. EA With regards to to Vonar Bility, Ithink, if you try to enforce people to do it, to show that vurability and they're notgoing to get it, but if you ask questions in a way that they understandthe value for them, they're going to connence themselves, hey need to bemore vulnerable, so that would be the the bottom in Ti. Leave you with today.It's awesome! Thank you! So Much Cassy, like you, thank you to all of you forlistening, don't forget to subscribe to our podcast and itunes and Google play.

In-Stream Audio Search

NEW

Search across all episodes within this podcast

Episodes (139)